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Specialist Competitor Referrals: How Salespeople can Use Competitor Referrals for Nonfocal Products to Increase Focal Product Sales
16 references·2 citing·51 second hop
Specialist Competitor Referrals: How Salespeople can Use Competitor Referrals for Nonfocal Products to Increase Focal Product Sales (2018)Specialist Competitor Referrals: How Sale…Advances in Consumer Research (2025)Advances in Consumer ResearchWord of mouth and interpersonal communication: A review and directions for future research (2014)Word of mouth and interperson…Effects of Word-of-Mouth versus Traditional Marketing: Findings from an Internet Social Networking Site (2009)Effects of Word-of-Mouth vers…The Effect of Word of Mouth on Sales: Online Book Reviews (2006)The Effect of Word of Mouth o…The Price is Unfair! A Conceptual Framework of Price Fairness Perceptions (2004)The Price is Unfair! 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(2004)Using Online Conversations to Study Word-of-Mouth Communication (2004)What Makes Online Content Viral? (2011)Investigating Causal Relations by Econometric Models and Cross-spectral Methods (1969)Time Series Analysis: Forecasting and Control (1977)Macroeconomics and Reality (1980)Popularity of Brand Posts on Brand Fan Pages: An Investigation of the Effects of Social Media Marketing (2012)The future of social media in marketing (2019)A Theory of Social Comparison Processes (1954)A Theory of Cognitive Dissonance (1957)Exchange and Power in Social Life. (1965)Social stigma and self-esteem: The self-protective properties of stigma. 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(1967)Word-of-Mouth Communication and Social Learning (1995)Trust among strangers in internet transactions: Empirical analysis of eBay' s reputation system (2004)Customer Engagement Behavior: Theoretical Foundations and Research Directions (2010)Consumer engagement in a virtual brand community: An exploratory analysis (2011)The Chain of Effects from Brand Trust and Brand Affect to Brand Performance: The Role of Brand Loyalty (2001)Bibliometric Methods in Management and Organization (2014)
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References

  • 2025Advances in Consumer Research13,264 cited
  • 1965Inequity In Social Exchange10,813 cited
  • 2006The Effect of Word of Mouth on Sales: Online Book Reviews5,993 cited
  • 2003The Digitization of Word of Mouth: Promise and Challenges of Online Feedback Mechanisms3,439 cited
  • 2000Fairness as a Constraint on Profit Seeking: Entitlements in the Market3,159 cited
  • 1998Customer Evaluations of Service Complaint Experiences: Implications for Relationship Marketing2,718 cited
  • 2009Effects of Word-of-Mouth versus Traditional Marketing: Findings from an Internet Social Networking Site2,453 cited
  • 1985Measuring Consumer Involvement Profiles2,247 cited
  • 1998Customer Satisfaction and Word of Mouth2,105 cited
  • 1989Consumer Perceptions of Interpersonal Equity and Satisfaction in Transactions: A Field Survey Approach2,084 cited
  • 1991A Test of Services Marketing Theory: Consumer Information Acquisition Activities1,550 cited
  • 2004The Price is Unfair! A Conceptual Framework of Price Fairness Perceptions1,473 cited
  • 2014Word of mouth and interpersonal communication: A review and directions for future research1,466 cited
  • 1998The Effects of Price-Comparison Advertising on Buyers’ Perceptions of Acquisition Value, Transaction Value, and Behavioral Intentions1,299 cited

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  • 1985Influences on Exchange Processes: Buyers' Preconceptions of a Seller's Trustworthiness and Bargaining Toughness1,247 cited
  • 2003Consumer Perceptions of Price (Un)Fairness1,077 cited
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    • 2021The future of buyer–seller interactions: a conceptual framework and research agenda148 cited
    • 2019The Austrian view and value co-creation process in solution-oriented firms: A seven stage, “solution prototyping” framework13 cited